1) The focus of this position will be to qualify, develop, and convert existing and prospective Globus users into paying subscribers.
2) This role involves a broad range of consultative discussions and interactions via multiple media (phone, email, webshare, and in-person meetings), with prospects in a well defined community - leaders and technical support personnel at research computing and high performance computing (HPC) facilities.
3) Guide new users from initial identification through subscription.
4) Support existing subscribers in their deployment efforts so as to ensure subscription renewal.
5) Engage with current users who are not subscribers to educate them on the value of a paid subscription and persuade them to subscribe.
6) Work closely with other Globus staff, including marketing, product management, and professional services, on various aspects of customer relationship management.
7) Engage with IT and research computing professionals at US and international universities, national laboratories, federal agencies, and other non-profit research and education organizations, where Globus is already highly regarded as a valuable tool for research data management.
8) Candidate will leverage customer equity to expand the installed base, and play a critical role in making Globus the de facto solution for research data management needs across the US and abroad.
9) Working under minimal supervision, develop new opportunities by identifying, researching, and soliciting prospective subscribers.
10) Follow up on leads from events and conferences.
11) Participate in marketing and lead generation events, as needed.
12) Research, identify, and initiate contact with individual buyers and influencers at prospect subscribers.
13) Develop sufficient understanding of the Globus product and be able to articulate the value proposition to prospects.
14) Respond to inbound customer inquiries and provide requested information.
15) Schedule initial discovery discussion, conduct product demonstrations, and gather sufficient information to qualify the prospect.
16) Coordinate with the support team to set up trial subscriptions, as needed.
17) Periodically follow up with prospects to check on the status of evaluation, andÂ discuss next steps.
18) Resolve customer concerns which may be a barrier to converting a customer to a paid subscriber.
19) Provide informal quotations and engage in price negotiation, with escalation to Globus senior management, as appropriate.
20) Coordinate with the Globus business manager to provide prospects with formal quotations and customer agreements.
21) Support the Globus team in achieving subscription targets on a consistent basis, which is critical to the overall success of the organization and the ability of the organization to meet its strategic objectives.
22) Maintain the customer pipeline tracking system, ensuring each deal has clean, comprehensive contact data and a complete history of all interactions with the prospect/customer.
23) Provide regular reports to senior management on metrics such as prospects contacted, meetings conducted, trials initiated, and proposals delivered within reporting periods.
24) Maintain awareness of competing technologies used by prospects for big data management in scientific and commercial communities.
25) Participate in sales and marketing team coordination and development activities, including sales strategy definition, campaign and event planning and execution.
1) Analytical skills.
2) Excellent oral and written communication skills.
3) Interpersonal skills.
4) Customer service skills.
5) Attention to detail.
6) Organizational skills.
7) Maintain confidentiality.
8) Work as part of a team.
9) Work independently with a high degree of initiative.
10) Work on multiple projects simultaneously, set priorities, and meet deadlines.
11) Manage stressful situation.
12) Coordinate the work of others.
13) Ability to train others.
1) This role requires extensive travel at times (national and international).
1) Bachelor's degree in a science related field.
2) Advanced degree in a science related field or coursework in an advanced degree.
1) 10 plus years of experience in the research computing ecosystem.
2) Experience with cloud-based software.
3) Experience with high performance computing software.
4) Demonstrated understanding of grant funding proposal process.
5) Experience delivering information technology solutions to higher education institutions.
6) Experience engaging with government and university research customers.
7) Demonstrated success in engaging technical staff as well as decision makers, to understand requirements and recommend appropriate solutions.
8) Experience with sales pipeline management processes and tracking tools.
9) Goal-driven self-starter with strong business acumen. Â
NOTE: When applying, all required documents MUST be uploaded under the Resume/CV section of the application.
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